When the deed is done and you’ve curated a highly-targeted list of accounts, some of which are at just the right stage in the buying process, what comes next? The execution stage is critical in your ABM strategy, so now is the time to push forward. This is your checklist for using your list of targeted accounts wisely.
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In a marketing landscape that’s focused on quality over quantity when it comes to securing leads, this is not an option: the sales and marketing departments need to be operating in perfect tandem. Endearingly nicknamed “SMarketing,” this workplace harmony offers a lot of benefits, such as syncing the quantifiable goals in each department, fostering communication and accountability, and promoting integration – and that’s just to name a few.
Creating a custom sales pitch for every account you’re targeting is a practice that may feel daunting in theory. It means sinking more time into fewer prospects, and that seems like a risky trade-off. But there’s evidence to suggest, to strongly suggest, that fewer prospects can deliver more conversions if you leverage customization opportunities.